1. 1
When to Pull
the Plug

2. 2
This is a story of a CEO who
fired his new Sales Leader
after only 60 days.

3. 3
This is a story of a CEO who
fired his new Sales Leader
after only 60 days.
He still made the number.

4. 4
Last year, we were hired
by a CEO named “Bill”.
Bill had recently hired a
new VP of Sales named
“Steve”.
When we began
working together, Steve
was 45 days into his
new role.

5. 5
The first day I met Bill, we went to lunch
and he expressed his concern over Steve.
He wasn’t catching on.
He appeared busy, but not productive.
He was holding his cards to close to
his chest.
Bill was nervous.

6. 6
“I don’t think Steve is working
out…
“When should I pull the plug?”

7. 7
Before I could answer,
Bill continued with specifics.
When he hired Steve, he put together a list
of 10 new hire accountabilities.
These were called
“pre-ramp” accountabilities

8. 8
Download the
When to Pull the Plug Tool
to learn how Bill did this.

9. 9
What are
Pre-Ramp Accountabilities?

10. 10
The pre-ramp accountabilities provided Steve a
clear path for early success.
Bill’s previous
leadership
development plan was
focused entirely on
theory
He’d created leadership training
with no eye towards execution.

11. 11
Bill was ahead
of his peers by
having an
onboarding
process in the
first place.
The problem was he didn’t know soon enough
if his new hires were producing.

12. 12
By the time he figured it out,
9 months had passed.
Money and time were spent.
The number was missed.
It was too late.

13. 13
What does it mean to use
Pre-Ramp Accountabilities?

14. 14
It meant Bill could quickly determine if Steve
was going to be successful.
Previously, Bill waited 9 months
before getting to this point.
By then, the year was
wasted
He’d spent time and money with nothing to
show for it

15. 15
With Steve, the alarm bells were ringing
after just 30 days.
Rather than go with his gut,
Bill had real evidence.
By day 60, Bill was ready
to pull the plug.

16. 16
How to be Like Bill

17. 17
Bill fired Steve on day 60.
It was clear he’d made a hiring mistake.
Instead of prolonging the
pain and missing the
number,
he made the change
The longer he stayed with Steve,
the more it would cost

18. 18
Fortunately for Bill, he had 9
months left in the year.
He hired a new sales leader
in Q2.
He exceeded his pre-ramp
accountabilities and made the
number.

19. 19
Leadership training and development is an
investment CEOs are making.
Bill incorporated pre-ramp
accountabilities into onboarding
to drive job execution.
To follow in Bill’s footsteps,
consider using the When to Pull
the Plug Tool.

20. 20
Learn More
If you don’t have a content management process or need help
optimizing your current one,
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
Enjoy the SlideShare? Don’t miss the next one! Click to follow us on SlideShare
Sign up for our Sales Force Effectiveness blog by clicking here
For access to this original blog article, and many more; click here